How It Is

Too Much Knowledge Can HURT Your Sales?! The brutal truth about what works in sales and the Best Sales Tips so you can become a Best Seller. In this episode of How It Is, Nick and Jon dive into the unspoken rules of high-converting conversations, revealing why scripts can sabotage your success, how storytelling closes deals, and what customers really care about (hint: it's not your company).Whether you're smashing the phones, pitching to clients, or trying to level up your sales game. This episode is stacked with real talk, personal stories, and instantly usable tips.🔥 Watch this before your next sales call.⏱️ Chapters:00:00 - Why Too Much Knowledge Kills Sales00:25 - Take a Genuine Interest in Your Customer02:00 - Ditch the Script: Sell with Flexibility04:28 - Storytelling: Your Secret Sales Weapon07:51 - Talk Less, Listen More09:21 - Nobody Cares About Your Company—Here’s What to Do Instead💡 What you'll learn:- The danger of relying too much on sales scripts- Why personal stories outperform product features- The one mindset shift that instantly boosts rapport- How to sell without sounding like a salesperson And why silence might be your most powerful tool🎧 Listen on the go:👉 Spotify: https://open.spotify.com/show/14YEU0UkAOGpdWbazdZ19W?si=QFJhoDO2Q7CrcYDHiMaMEA🎥 YouTube: https://www.youtube.com/channel/UCx6rha39hiiHtbGoHVFnTGA🍎 Apple Podcasts: https://podcasts.apple.com/us/podcast/how-it-is/id1783785566🎞 Amazon Music: https://music.amazon.co.uk/podcasts/e12b1c97-e5d0-4d11-8fcd-ca31a0ea12a1/how-it-is👊 For more unfiltered compliance and business insights from The Compliance Guys:🔗 https://linktr.ee/TheComplianceGuys📢 Drop a comment: What’s your best sales tip?👍 Like, Subscribe, and Share this with a fellow sales legend.#SalesTips #HowItIsPodcast #ComplianceGuys #SalesTraining #StorytellingInSales #NoScripts #CustomerFirst #B2BSales #SalesMindset

In this video, we reveal the truth about why our business works while most others don't. Learn about the importance of a strong partnership and scaling a business model for success. Nick and John, co-founders of The Compliance Guys, break down what it takes to build and grow a business together without the drama.From understanding your role as a director vs “owner”, to making ego-free decisions that put the company first, this episode dives into the rarely talked about truths behind sustainable partnerships, building a self-running company, and empowering your team to lead.You’ll learn:-Why so many co-founder relationships break down and how to avoid it-How to build a business that doesn’t depend on you to survive-What real empowerment looks like (and why most companies get it wrong)-How to separate emotion from decisions for faster, smarter growth-When to partner… and when investment might be a better choice-How to design a business that is scalable, sustainable, and sellable00:00 The Myth of "My" Business01:30 What Makes Our Partnership Actually Work04:00 Ego, Roles & The Compliance Guys Origin Story07:00 Conflict-Free Disagreements & Making Space10:00 Empowering Teams Without Losing Control14:00 Why We Built a Business That Doesn’t Rely on Us18:00 Selling vs Scaling: Building Something Bigger Than You🎧 Listen & Subscribe:👉 Spotify: https://open.spotify.com/show/14YEU0UkAOGpdWbazdZ19W?si=QFJhoDO2Q7CrcYDHiMaMEA🎥 YouTube: https://www.youtube.com/channel/UCx6rha39hiiHtbGoHVFnTGA🍎 Apple Podcasts: https://podcasts.apple.com/us/podcast/how-it-is/id1783785566🎞 Amazon Music: https://music.amazon.co.uk/podcasts/e12b1c97-e5d0-4d11-8fcd-ca31a0ea12a1/how-it-is🚀 For more from The Compliance Guys & business insights:🔗 https://linktr.ee/TheComplianceGuys📢 What's the biggest lesson you've learned from a business partner? Drop it in the comments.👍 Like the episode? Smash the like button, hit subscribe, and share this with a fellow entrepreneur or founder.#entrepreneurship #startupfounders #businesspartnerships #leadership #scalingup #teambuilding #compliance #howitispodcast

Get an inside look at Octane Finance as they battle financial fraud and lead through loss. Learn how they navigate challenges and protect their clients from fraud. In this episode, we uncover how the team at Octane has navigated the emotional and operational difficulties of losing co-founder Dan Kirby, while continuing to lead the way in financial fraud prevention and business culture.

You’ll hear:

- How Octane’s leadership team responded to a death in the company and kept the business moving forward

- Practical strategies to detect and prevent financial fraud in car finance

- Real examples of fraud attempts, including ghost dealers and identity scams

- How to build a high-performing team culture based on attitude, clarity, and accountability

- Why staying ahead of fraud trends means combining technology, people, and networks

- The role of motorsport, marketing, and brand visibility in Octane’s ongoing success.

Whether you're in motor finance, compliance, or business leadership, this episode is packed with insights on surviving adversity, building strong teams, and staying one step ahead of risk.

Contents:

00:00 A Feeling This Would Work

00:31 Losing Dan Kirby and His Lasting Legacy

03:00 Leadership Lessons and Team Culture

06:50 Joining Octane and Building the Vision

09:00 Risk, Mistakes, and Fraud in the Motor Trade

14:00 Staying Ahead: Compliance, KYC, and Innovation

17:00 Hiring the Right People

21:00 Brand Growth and British Touring Cars

23:15 Advice for Business and Leadership

24:45 Where to Find Octane Finance

🎧 Listen & Subscribe:

👉 Spotify: https://open.spotify.com/show/14YEU0UkAOGpdWbazdZ19W?si=QFJhoDO2Q7CrcYDHiMaMEA

🎥 YouTube: https://www.youtube.com/channel/UCx6rha39hiiHtbGoHVFnTGA

🍎 Apple Podcasts: https://podcasts.apple.com/us/podcast/how-it-is/id1783785566

🎞 Amazon Music: https://music.amazon.co.uk/podcasts/e12b1c97-e5d0-4d11-8fcd-ca31a0ea12a1/how-it-is

Ian Francombe:

https://www.linkedin.com/in/ian-francombe-mimi-51071522?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BW%2Bw2U2aeSm6G6b5qOFoSNQ%3D%3D

Octane Finance:

https://www.octanefinance.co.uk/https://ww w.linkedin.com/company/octane-ltd/

🚀 For more from The Compliance Guys & compliance insights:🔗 https://linktr.ee/TheComplianceGuys

#carsales #automotive #finance #vehiclefinance #carfinance #FCA #compliance

What’s really going on in the UK motor trade finance world? In this eye-opening episode, we sit down with Ian Francomb, Commercial Director at Octane Finance, to unpack the big changes happening in car finance compliance, what the FCA is planning next, how dealers can stay competitive in 2025 and beyond. and What Avoiding Finance Is Really Costing You?From the best car finance options for 2025, to understanding the appointed representative model vs direct authorisation, we break down the challenges facing today’s dealers — and what finance at point of sale really means for profitability and customer experience.You’ll learn:- How motor trade finance in the UK is being reshaped by regulation- What finance compliance really requires (and how to get it right)- Why so many dealers lose out by not promoting finance properly- How car finance works in the UK, and what most people get wrong00:00 – The Finance Mindset in Car Sales01:30 – Introducing Ian Franco & Octane’s Evolution04:00 – Regulatory Shifts & Industry Reactions08:00 – Why Dealers Must Offer Finance12:00 – The Compliance Gap & Missed Opportunities16:00 – Octane’s Unique Approach to Finance21:00 – Claims, Risks & the Future of Regulation26:00 – Dealer Challenges, Market Changes & Octane’s Vision🎧 Listen & Subscribe:👉 Spotify: https://open.spotify.com/show/14YEU0U...🎥 YouTube: / @howitis_podcast 🍎 Apple Podcasts: https://podcasts.apple.com/us/podcast...🎞 Amazon Music: https://music.amazon.co.uk/podcasts/e...Ian Francomb https://www.linkedin.com/in/ian-francombe-mimi-51071522?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BW%2Bw2U2aeSm6G6b5qOFoSNQ%3D%3DOctane Financehttps://www.octanefinance.co.uk/https://www.linkedin.com/company/octane-ltd/🚀 For more from The Compliance Guys & compliance insights:🔗 https://linktr.ee/TheComplianceGuys📢 What's your go-to sales opener? Drop it in the comments.👍 Like the episode? Smash the like button, hit subscribe, and share this with someone whos a dealer, broker, or just curious about understanding vehicle finance.#carsales #automotive #finance #vehiclefinance #carfinance #FCA #compliance

Looking to climb the career ladder? Learn how to get promoted and become manager level with these tips and strategies in this video.

In this brutally honest episode of How It Is, Jon and Nick break down the raw truth about leadership vs. management—why most people get it wrong and how to finally figure out where you actually thrive.

From managing chaos to building culture, dealing with pressure, and chasing promotion—this one's for anyone navigating growth, leadership, or business ownership. Whether you're running your own company or stepping into your first team lead role, this episode will challenge your assumptions and reshape your mindset.

🚨 Real talk. No fluff. No management-speak. Just straight-up lessons from the trenches.

🔗 Listen & Subscribe on Your Favourite Platform

👉 Spotify: https://open.spotify.com/show/14YEU0UkAOGpdWbazdZ19W?si=QFJhoDO2Q7CrcYDHiMaMEA

🎥 YouTube: https://www.youtube.com/channel/UCx6rha39hiiHtbGoHVFnTGA

🍎 Apple Podcasts: https://podcasts.apple.com/us/podcast/how-it-is/id1783785566

🎞 Amazon Music: https://music.amazon.co.uk/podcasts/e12b1c97-e5d0-4d11-8fcd-ca31a0ea12a1/how-it-is

For more from The Compliance Guys 👉 https://linktr.ee/TheComplianceGuys

💬 Drop a comment – What kind of leader are you?]

👍 Like, 🔔 Subscribe, and share with anyone climbing the leadership ladder.

#Leadership #Management #Entrepreneurship #HowItIsPodcast #BusinessGrowth #ComplianceGuys

Learn how to be a good salesman with tips from over 20 years of experience in the industry. Whether you're in B2B sales or looking for salesman training, this video has the advice you need to succeed!This week on How It Is, Nick and Jon are back with an off-the-cuff episode packed with raw, unfiltered sales advice, just real talk. From botched pitches to closing techniques that actually work, this one's for every founder, rep, or business owner who's ever had to sell... anything.Learn how to ask the right questions, build trust, close with confidence, and understand why communication styles can make-or break-a deal.🔥 If you're in sales, this is your cheat code.

What you'll learn in this episode:- Why passion beats product knowledge- How to sell without giving a demo- The importance of communication preferences- Why closing is about listening, not pushing- What most people get wrong about price vs. value and how to keep clients coming back for more🎧 Listen & Subscribe:👉 Spotify: https://open.spotify.com/show/14YEU0UkAOGpdWbazdZ19W?si=QFJhoDO2Q7CrcYDHiMaMEA🎥 YouTube: https://www.youtube.com/channel/UCx6rha39hiiHtbGoHVFnTGA🍎 Apple Podcasts: https://podcasts.apple.com/us/podcast/how-it-is/id1783785566🎞 Amazon Music: https://music.amazon.co.uk/podcasts/e12b1c97-e5d0-4d11-8fcd-ca31a0ea12a1/how-it-is🚀 For more from The Compliance Guys & compliance insights:🔗 https://linktr.ee/TheComplianceGuys📢 What's your go-to sales opener? Drop it in the comments.👍 Like the episode? Smash the like button, hit subscribe, and share this with someone in sales.#SalesAdvice #HowItIsPodcast #ComplianceGuys #SalesTips #ClosingDeals #B2BSales #CustomerJourney #SalesTraining #SmallBusinessGrowth #MarketingVsSales

Part 2 of Garath Williams sharing more insights into the business world, sales strategies, and the future of telephony. From overcoming major challenges—including being held at gunpoint—to building a thriving business, Gareth discusses the risks and rewards of entrepreneurship.Key takeaways from this episode:✔ The UK’s phone systems are changing businesses need to adapt to digital solutions.✔ AI-powered calls and automation will save businesses time and money.✔ Understanding customer behaviour is key—younger people avoid calls, but some still prefer voice communication.✔ Entrepreneurship is a risk, but making the right business decisions matters more than quick sales.✔ Customer experience & compliance go hand in hand—businesses need to find the balance.✔ Your business reputation (reviews, service, trust) matters more than ever.Stay Connected with The Compliance Guys: 📞 Phone: 01792 926040

👉 Spotify: https://open.spotify.com/show/14YEU0UkAOGpdWbazdZ19W?si=QFJhoDO2Q7CrcYDHiMaMEA🎥 YouTube: https://www.youtube.com/channel/UCx6rha39hiiHtbGoHVFnTGA🍎 Apple Podcasts: https://podcasts.apple.com/us/podcast/how-it-is/id1783785566🎞 Amazon Music: https://music.amazon.co.uk/podcasts/e12b1c97-e5d0-4d11-8fcd-ca31a0ea12a1/how-it-is

In this inspiring video, Garath Williams shares how being held at gunpoint led to a life-changing business opportunity. Learn how he turned a terrifying experience into a positive turning point in his life.The world of business telephony is changing FAST! In this episode of How It Is, we sit down with Gareth Williams from Boat Tech Group to uncover how AI, VoIP, and phone systems are revolutionizing how businesses communicate.🔹 PSTN Switch-Off 2025: What It Means for UK Businesses🔹 How AI Can Automate Customer Calls & Bookings🔹 Why Small Businesses Need Enterprise-Level Phone Solutions🔹 How One Life-Changing Event Led to a Career in TelephonyIf you run a small business, car dealership, or service-based company, this episode will show you how the latest telecom trends, AI call handling, and cloud solutions can boost your sales and customer experience.Stay Connected with The Compliance Guys: 📞 Phone: 01792 926040👉 Spotify: https://open.spotify.com/show/14YEU0UkAOGpdWbazdZ19W?si=QFJhoDO2Q7CrcYDHiMaMEA🎥 YouTube: https://www.youtube.com/channel/UCx6rha39hiiHtbGoHVFnTGA🍎 Apple Podcasts: https://podcasts.apple.com/us/podcast/how-it-is/id1783785566🎞 Amazon Music: https://music.amazon.co.uk/podcasts/e12b1c97-e5d0-4d11-8fcd-ca31a0ea12a1/how-it-is

Learn how the motor trade is changing and the impact on independent car dealers in this insightful video. Stay ahead of the game in the automotive industry!In this episode, we chat with Dave Hancocks from Archie David Cars about the realities of the car trade. We cover big dealerships vs. independents, finance pitfalls, customer expectations, and compliance challenges. Dave shares insights on warranties, industry trends, and the future of used car sales—plus, the funniest and worst cars he’s ever bought! Why Listen?If you've ever walked into a car dealership and felt unsure about the process, this episode will empower you with the knowledge to negotiate confidently and make informed decisions. Dave Hancocks brings his years of experience to the table, offering real-world advice on how to navigate the car-buying and leasing process like a pro.Stay Connected with The Compliance Guys: 📞 Phone: 01792 926040👉 Spotify: https://open.spotify.com/show/14YEU0U...🎥 YouTube: https://www.youtube.com/@thecomplianceguys🍎 Apple Podcasts: https://podcasts.apple.com/us/podcast...🎞 Amazon Music: https://music.amazon.co.uk/podcasts/e...

In this eye-opening episode, hosts Jon Rix and Nick McDonald sit down with car industry veteran Dave Hancocks to reveal the hidden secrets of car buying that dealerships would rather keep under wraps. Whether you're leasing a car or buying a car, this episode is packed with insider tips and industry insights you won't want to miss.

What You’ll Learn:

🚗 The Truth About Dealership Pricing: How to avoid common traps and get the best deal.

💰 Finance Hacks: Understanding the fine print on car financing and why the lowest rate might not be the best option.

🧠 The Psychology of Sales: How sales tactics influence your decisions—and how to stay in control.

📉 Avoiding Depreciation Pitfalls: What car dealers don’t tell you about resale value and trade-ins.

🔍 Spotting Red Flags: How to identify bad deals and make smarter purchasing choices.

Why Listen?If you’ve ever walked into a car dealership and felt unsure about the process, this episode will empower you with the knowledge to negotiate confidently and make informed decisions. Dave Hancocks brings his years of experience to the table, offering real-world advice on how to navigate the car-buying and leasing process like a pro.

Stay Connected with The Compliance Guys:

📞 Phone: 01792 926040

👉 Spotify: https://open.spotify.com/show/14YEU0UkAOGpdWbazdZ19W?si=QFJhoDO2Q7CrcYDHiMaMEA🎥 YouTube: https://www.youtube.com/channel/UCx6rha39hiiHtbGoHVFnTGA🍎 Apple Podcasts: https://podcasts.apple.com/us/podcast/how-it-is/id1783785566🎞 Amazon Music: https://music.amazon.co.uk/podcasts/e12b1c97-e5d0-4d11-8fcd-ca31a0ea12a1/how-it-is

#podcast #motortrade #cardealership #cardealer #automotive